Magazine article Management Today

Brain Food: Crash Course in ... Bidding for Resources

Magazine article Management Today

Brain Food: Crash Course in ... Bidding for Resources

Article excerpt

There's a red-hot project your team is dying to get under way, but you've got to win the backing of the top brass and persuade your financial director to commit the funding. Treasury is keeping a tight rein on budgets, and others are competing for a slice of the cake. How do you prevail?

Lay the groundwork. Before you put in your bid, you need to achieve as wide a consensus in your favour as possible, says David Young, head of organisational development and design at human capital management company Penna. 'Start off by doing a stakeholder analysis to identify the key supporters and the key blockers. One way to get people on board is to use simple psychology by encouraging them to devise the strategy along with you so they have some ownership.' Even those who are not close to the issue are worth enlisting to the cause: you can never predict how influence will percolate around an organisation.

Pitch it for the audience. When presenting to key decisionmakers, ensure your message will be well received. 'At one multinational, strategic proposals have to be on a one-pager,' points out business psychologist Damien Anciano of YSC. 'Some finance directors will like to see a lot of numbers, others may be receptive to a more intuitive approach.' If cutting costs is the main route to winning company brownie points, pitch your proposal in terms of the savings it will achieve.

Be transparent. Your chances of success will be increased by spelling out what benefits will accrue from the level of resource allocated. …

Search by... Author
Show... All Results Primary Sources Peer-reviewed

Oops!

An unknown error has occurred. Please click the button below to reload the page. If the problem persists, please try again in a little while.